Here’s a second excerpt from the live web-video conversation some of my favorite sales gurus (Miles Austin, Mark Hunter, Andy Paul) and I conducted earlier this year. In this 47-second clip I challenge you to think about when you should be making sales presentations. Way too many salespeople deliver presentations way too early in the sales process. *A note to those …
Sales Tip Video: Are You Presenting Prematurely? Read More »
I get asked to read more sales books than I could possibly get to. And of those I do read, very few get my endorsement or shared with you here. Well, this past week I finally got my hands on a new book that I’ve been eagerly anticipating. I like everything (the layout, accessibility, smooth writing, short, …
I’ve never held back making my feelings known about the word “presentation” – particularly when pronounced by excited salespeople with the long e – preezentation. Last week I shared about the boardroom disaster that was the most painful (and formative) lesson in my sales career. If you haven’t had a chance to hear me telling the story …
6 Tips to Turn Your Sales Presentations from Pathetic to Powerful Read More »
Pain is a good teacher. Fourteen years ago I suffered the most painful experience in my sales career – so painful, that it’s burned in my memory as vividly as the birth of my children. And so powerful and formative were the lessons from that experience that it’s not an exaggeration to say it changed …
This Boardroom Disaster Was the Most Painful but Formative Lesson in My Sales Career Read More »
You know how CNN overuses the “BREAKING NEWS” thing ad nauseum? Remember how ten days after that Malaysia Airlines flight went missing they’d lead in with the dramatic music and the breaking news logo to tell us that the plane still hadn’t been found? That’s pretty much where I am with the non-stop hype about …
Are You Tired of the Social Selling Hype and Being Told Everything has Changed? Read More »
Because I’ve written an annual “Fall Selling Season” post the past few years, I was tempted to skip it this time around. But the more I talk with salespeople, sales managers and executives, the more I felt compelled to share some strong words as we head into this critical time of the year. I won’t get …
I Double Dog Dare You to do These 3 Things to Drive Sales Between Now and Thanksgiving Read More »
In the past few weeks I’ve led several sessions for various clients around structuring and conducting more effective sales calls. It’s such an interesting topic to tackle because so many salespeople have become complacent about how they prepare for and run an initial/discovery, face-to-face meeting with a prospective customer. I find this is particularly true …
One of My Favorite Probing Questions: I am Just Curious, Why Did You Invite Me in? Read More »
When the customer or prospect tells a salesperson to jump, a majority will not only respond with the traditional, “How high?” — but they typically do so with great excitement. What could be better? The customer wants me to do something and I will show them that I’m the best; I’m the fastest; I’m the …
I had a great, energizing, productive and life-giving week, and hope you did, too. Thursday I led a full-day session covering the major themes from New Sales. Simplified. for a client’s BD team, and then spent Friday in 1:1 coaching sessions with many who attended on Thursday. The individual sessions were as unique as I’d ever experienced …
Stop Checking Email in Bed and Take Back Your Early Morning and Your Calendar Read More »
I love talking Sales Management and New Business Development, and this fun, quick-htting interview on Joe McGonigal’s podcast was absolutely a blast. We jammed a ton of value and ideas into this brief conversation. Whether you’re a senior executive, sales leader or individual producer, you’ll be challenged and entertained. I shared blunt thoughts on topics …
